Outbound Calling Success Story

Thank you to my wonderful client Joost Pelt at Black Tulip for celebrating their 26% Response Rate SUCCESS with our Outbound Calling Appointment Setting Services Project with an email to their clients. Read their email below.

Black Tulip

Don’t Just Type at Me – call me!

Does sending an e-card once a year keep a relationship fresh? No. Would you consider proposing to your sweetheart by text? Hope not. In the same way, marketing works best when social media is combined with actual human interaction. You can send emails, post on Facebook, Snapchat and Instagram, but if you want someone to say “yes” to your offer, there’s nothing more effective than picking up the phone and following up with a real conversation.

We tried it—and liked it

Black Tulip stepped up to the challenge this spring. We set up an email campaign that delivered weekly messages to a targeted list. In our humble opinion, the messages were brilliant (if we must say so ourselves). But they would have been a waste of time and money if we hadn’t done the next step: followed up with telephone calls from our equally brilliant follow up specialist, Cheryl Scoffield from Kickstart Your Company (Executive Sales Support).

Our experience (and a 26% response rate!) taught us a lesson we’re anxious to share with our wonderful clients and associates. When telephone calls and social media are combined in a united marketing strategy—competitors, watch out.

Do I really have to talk with a human being?
The need today for human interaction has never been greater. Findings reported in Accenture’s white paper “Digital Disconnect in Customer Engagement tell us:

  • Customers want human interaction so balance digital exuberance with that human touch. What’s needed is a strategic mix of digital and non-digital options that allows customers to engage with providers in multiple, highly satisfying ways.
  • If you want to close the sale, there’s no better way than with a human!
    In nearly 70 percent of B2B sales, there was a human interaction that occurred, either in person or on the phone.

Integrated and blended not “either/or”

Cheryl agrees. She works with business owners and professionals to maximize the sales potential buried in their lists of leads. “When you’ve delivered the right message to the right list,” she says, “there is such potential just waiting below the surface.”

Too often she watches as everyone pats themselves on the back after an initial campaign is complete, assuming their marketing effort is complete. “But once a lead has been put in a database,” she says, “it never gets touched or nurtured again.” Cheryl identifies the misconception that social media and telemarketing are “either/or” choices. “They certainly are different tools,” she says, “but they work best with a plan that integrates them.”

The plan doesn’t have to be complicated but it does need to happen. A typical strategy may be an email campaign, followed up by telephone calls and additional information, depending on your prospect’s questions. If you think we’re pushing the point too hard, consider this: According to Research by Sirius Decisions indicated, approximately 80 percent of sales leads are never followed up by a field sales representative!

I just want someone to talk to
Social media offers tremendous potential for building your brand and making sales, but it is not the panacea for all things marketing. Human touch matters. For most businesses, this translates as “pick up the telephone and follow up.”

Relationships are built and nurtured through what Cheryl refers to as “in-person” and “real-world conversations” over a period of time. These are the kinds of conversations you only get by talking face to face or over the telephone, listening for tone in the voice, answering specific questions, showing empathy, taking the conversation where it needs to go, clarifying next steps. And like any good relationship, you work at it continually, not just when the chips are down (or Hallmark tells you to send a card).

Never forget (and remind us here at Black Tulip if we ever stray), there’s nothing quite like a human voice to make a connection.

“I just want someone to talk to and a little of that human touch” — Bruce Springfield

Do what you do best—
let the back office administration experts at Black Tulip do the rest.

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Need help developing Outbound Calling Appointment Setting Services Project for your company?

Call Cheryl today at 647-556-5101 or EMAIL Cheryl to schedule a time to discuss your business development sales support requirements by booking your FREE Business Networking or Follow up Audit of your current business development methods.

Have a great week turning leads into sales,

 
 
 
 

The Follow Up Specialist

Cheryl regularly writes, trains and speaks on the topics of Lead Generation/List Building, Business Networking/Sales Lead Management/Follow Up and Business Growth Strategies/Business Development and is available for your next event.

She is the Author of the new book – Follow Up Secrets How To Harness MORE Sales Opportunities In 5 Easy Steps. INCLUDES $297 of BONUS ONLINE TRAINING RESOURCES to help you get started right away following up to the 5th – 12th contact where 80% of sales are WON. Publication scheduled for 2017.

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Executive Sales Support provides DONE FOR YOU Business Development services for individuals, companies and organizations. Our sister company Kickstart Your Company provides Business Development CONSULTING, TRAINING and MENTORING.

Influence Magazine | TOP 100 Authority 2017

Cheryl Scoffield, The Follow Up Specialist has been selected as one of the TOP 100 Authority 2017 by Influence Magazine.

Read the full article here

Influence Magazine Top 100 Authority April 2017 Article Heading


Where does this one or two touch sales mentality come from? According to Cheryl, business professionals responsible for sales often have one question in their mind, “Who can I close today and who can I close this month to meet my targets?”. After a few touches, either by phone or email, Cheryl finds that the majority of people push a once “hot” lead into a database for “follow-up later.” The pattern Cheryl sees is that once a lead is in a “database” it never gets touched or nurtured again.

As Cheryl was speaking about those hot leads heading into a database I couldn’t help think of the phrase “Databases, where good leads go to die”.

That phrase wouldn’t be far off considering Cheryl says it is her experience that these lead databases often have thousands of leads with maybe the top 10% being active. That means only one in ten continue along what Cheryl calls the “path to purchase”.

Another aspect that Cheryl is passionate about is maximizing in-person, real-world conversations. Cheryl says that very often when business owners and professionals feel a strong initial connection with someone they’ll set up a “get to know you” coffee meeeting. At the end inevitably this sentence, or something very close to it, is said, “It’s been wonderful to meet you. If I ever need your services, or know someone that does, I’ll let you know.”

And from there what happens? According to Cheryl, almost always the answer is “Nothing”.

And that is why Cheryl, through her business Kickstart your Company, works with business owners and professionals to maximize the sales potential buried in their list. Cheryl co-creates sales lead management systems for clients that focus on following up through CRMs and digital platforms including email marketing, LinkedIn and more.

An important part of this follow up system is helping professionals take what they say in person and convey it with equal authenticity and passion in the new digital world of LinkedIn and email. According to Cheryl, “Every business owner has all this information which they give verbally in one on one situations like tradeshows and networking events. They say it with passion and authenticity but they aren’t transmitting that same messaging online.” Cheryl works with them to bridge that gap.

Why does Cheryl do what she does?

Cheryl is a self-described voracious collector of information. From her start selling fabrics on Spadina Avenue in the fashion district of Toronto Ontario she was taught the standard sales wisdom of how to get to know people to create prospects and clients. What she found was that as a business moved into the digital age this information wasn’t working for her or many others she spoke with. After years of investigation she found out what actually does work and she loves sharing her insights with her clients either through skills training or strategy implementation.

Executive Sales Support provides DONE FOR YOU Business Development and Virtual Sales Assistant Services for individuals, companies and organizations. Our sister company Kickstart Your Company provides Business Development CONSULTING, TRAINING and MENTORING of advanced in person and online lead generation, sales lead management and follow up marketing skills to individuals, companies and organizations to multiply results and make prospecting profitable.

Business Networking Top Tip for International Women’s Day


So you’re heading out to business networking events to celebrate International Women’s Day!

I’m sure you’ve heard the sage advice – attend networking events to find opportunities.

When you’re looking for sales opportunities you won’t locate them sitting at your desk. You have to get out of your office and meet people! The celebrations surrounding International Women’s Day offer many networking events to meet people and increase your sales opportunities.

But there’s important information missing from the standard sage advice although it’s alluded to when you hear that networking is about building relationships and not about moving directly to ask for the sale.

So what’s the missing piece? How do you network effectively?

More specifically – How do you continue the conversation after you’ve exchanged business cards in a way that doesn’t leave you feeling like a pest and have them running for cover due to your ‘salesy’ follow up that’s all about you and your great products perfect for them?

It all starts with developing a longer term business growth strategy.

I know – you’re attending the event to showcase your company and find new clients to grow your business TODAY. But with dozens of business professionals in the room, you’re bound to collect business cards without making a strong first contact connection. As a result you’ll need to have a solid next step prepared in advance if you intend to follow up in a meaningful way with EVERYONE to the 5th – 12th contact where 80% of sales are WON.

My #1 Business Networking Tip for International Women’s Day

Find out what information your conversation partner is missing that they need to reach a goal.
What’s their knowledge gap within your area of expertise?

Besides locating products and services to purchase today people are also looking for information they don’t currently have which will help them by pass a current challenge and move forward to reach a goal.

It’s wonderful if you do find your conversation partner needs the product or services you sell – you know what to do at that point – but 60% of your opportunities won’t be that obvious during the 1st meeting.

Here’s how to get started developing your first ‘non salesy’ follow up resource.

Look into your expertise and think about common questions people ask you. Pick the top 2 or 3 questions and package your expertise into an answer into a tip sheet or free report you can offer as an informational resource. When people ask you a common question, instead of explaining on the spot, let them know you have the information they need and ask if you can send them the answer.

Like you, people are busy when they’re in the room networking. They want the answer but would prefer to receive your information after when they have time to review and apply it. Give them the option to handle it later and they’ll look forward to hearing from you. When you do follow up you’ll stand out from the other business professionals who attended and your company will stay top of mind. Bonus – You’ll be positioned as an expert and people will not run for the hills!

The truth is most business professionals will not complete this exercise. In fact 48% of the business professionals who take your business card at International Women’s Day networking events will NEVER follow up with you.

Unfortunately this means they’ll fail to follow up with the people they invested their time and money to leave their office to met and miss out on the 60% of potential clients who weren’t obvious during the first conversation.

Advanced Next Step Tip

Develop your resource initially with general information to get started right away improving your follow up. Later flesh it out with more information to make it specific to your target market and your area of expertise (For an example to use as a guide to get started, pick up your FREE Report- You’ve Worked The Room – Now What? in the top right hand corner of this page.)

It’s unfortunate that so many business professionals who will attend International Women’s Day business networking events miss the mark of following up to establish deeper connections with people.

When you decide to develop resources to share your unique perspective and insight, you’ll be prepared to follow up with everyone you meet during any business networking event. PLUS you’ll start reciprocity and begin the process of building the know, like, trust you factor.

Need help developing informational resources for your company?

Call Cheryl today at 647-556-5101 or EMAIL Cheryl to schedule a time to discuss your business development sales support requirements by booking your FREE Business Networking or Follow up Audit of your current business development methods.

Have a great week turning leads into sales,

 
 
 
 
 
The Follow Up Specialist

Cheryl regularly writes, trains and speaks on the topics of Lead Generation/List Building, Business Networking/Sales Lead Management/Follow Up and Business Growth Strategies/Business Development and is available for your next event.

She is the Author of the new book – Follow Up Secrets How To Harness MORE Sales Opportunities In 5 Easy Steps. INCLUDES $297 of BONUS ONLINE TRAINING RESOURCES to help you get started right away following up to the 5th – 12th contact where 80% of sales are WON. Publication scheduled for 2017.

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Executive Sales Support provides DONE FOR YOU Business Development services for individuals, companies and organizations. Our sister company Kickstart Your Company provides Business Development CONSULTING, TRAINING and MENTORING.

3 Tips To Maximize Your Business Networking Success At International Networking Week


If you are a Business Professional, Service Provider, Consultant or Business Coach, Network Marketing, Sales Professional or Sales Manager responsible for growing sales opportunities and helping your team grow sales opportunities, it’s likely you’re attending and sending your team members to business networking events similar to International Networking Week to meet potential clients.

If you’re not achieving the results you expected and you don’t have time to waste, you’re in the right place to maximize the sales potential buried within your connection community.

The purpose of International Networking Week, an initiative of BNI, is to raise the profile of business networking and celebrate it’s essential role in business development at the front end of the sales funnel.

To help you make the most of your investment into attending business networking events like International Networking Week I’ve put together

3 Tips to Maximize Business Networking Success

Networking is important for businesses of any size and plays a key role in business development and ultimately business success. Whether offline or online, reaching out to meet people to market your products and services and generate a list of potential clients is the first step in the process of growing sales.

For your efforts to produce new clients it’s essential to know how you’ll connect the conversation in the room to your follow up after before attending events or developing an online presence.

Below are 3 tips to help you maximize the sales potential in the business cards you collect.

Tip #1 If you fail to plan, you are planning to fail! Benjamin Franklin

While you’ll always met a few people, who are hot and ready to buy today with whom you can go directly to the sales presentation, 60% of the potential clients you met will be at an earlier stage of their Investigative Buying Sequence. Planning your next step in advance will make it a snap to follow up with everyone you meet.

Tip # 2 Prepare your next step ahead of time

One of the reason earlier stage clients are left for later is because it takes time to develop follow ups to address a wide variety of conversations. So, keep the initial conversation simple by guiding it to an specific offer of a resource you know most of your potential clients will be interested in. When developing your follow up resource think about what potential clients are looking for BEFORE they’re HOT and ready to do business with you. What can you offer to help them discover answers to common challenges and become their trusted advisor?

If developing resources to follow up and continue the conversation sounds like something you’re interested in learning more about download your FREE REPORT in the upper right hand corner of this page. In it you’ll learn 3 essential secrets to help you prepare to follow up with everyone you meet and maximize the potential buried in the business cards you collected.

TAKE YOUR NEXT STEP

Check out the Prospecting Mastery  business development training offer by our sister company Kickstart Your Company. In this business development training session you’ll learn about the Investigative Buying Sequence and get started developing your follow up.

Tip # 3 Invest in a CRM (Customer Relationship Manager)

It’s the workhorse behind the scenes keeping you on track. Sticky notes, eMail marketing and social networking platforms are not a replacement.

Have a great week turning leads into sales,

 

 

The Follow Up Specialist

Author of the new book – Follow Up Secrets How To Harness MORE Sales Opportunities In 5 Easy Steps. INCLUDES $297 of BONUS ONLINE TRAINING RESOURCES to help you get started right away following up to the 5th – 12th contact where 80% of sales are WON. Publication scheduled for 2017.

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Executive Sales Support provides DONE FOR YOU Business Development services for individuals, companies and organizations. Our sister company Kickstart Your Company provides Business Development CONSULTING, TRAINING and MENTORING.

Delegate to a Virtual Sales Assistant to Increase Sales Opportunities


It’s another typical day at the office  ….  100 plus emails and a growing list of ‘to dos’ that keep getting buried under a pile of daily emergencies. If you manage a business you have days like this.

No Help In Sight

When you’re managing every task without help, your enthusiasm can begin to wane causing the light at the end of the tunnel to go out.

A great way to ensure the light stays on is to plan to off load tasks. Delegating is vital to the success of your company. For many business professionals this means you’ll have to look at ‘what’ you do and ‘how’ you do it. This starts the first step of documenting and leads to the second step of standardizing procedures. You can’t delegate tasks to other members of your team or outsource tasks to a virtual sales assistant if the ‘how to’ is locked inside your head.

Success over the long term can’t depend on the efforts of one person.

To grow your business you’ll need to build a great team around you who will grow stronger and faster together. If you continue holding knowledge to yourself and not sharing it down into your organisation, the growth of your company will continue to be constrained by your ability and/or capacity to complete tasks on any given day. Not only will you stay locked in the tactical ‘doing’ unable to move up into the strategic ‘vision and leadership’ position, but your staff will not be able to grow their capability through the acquisition of new skills.

The time you invest today documenting tasks in preparation for delegating will pay off 10 fold in the future with;

  • more FREE TIME for you to work strategically ON your business rather than tactically IN your business
  • a BETTER EQUIPPED TEAM to support the growth of your company
  • DOCUMENTED PROCESSES to form a foundation upon which to grow today, sell in the future if you choose and/or pass on to others

Of the three I’ve found the last one is the one least appreciated.

In my experience most business owners overlook the true value of documented processes and their ability to protect the stability of their company. This is the – what happens if you or a key member of your staff doesn’t come into work tomorrow scenario. Would other staff members know how to keep the orders flowing?

In addition there’s a real benefit to documenting so everyone knows what ‘road’ we’re on. In my experience when process documentation begins team members are often amazed to discover where information is flowing and where it’s getting bottle necked. Another positive aspect is having a guide book to establish best practices, on board new team members and evaluate existing employees.

So where do you start?

There’s no doubt you’re busy so ask yourself this question – Do you believe things will become less busy in the future if you continue in the same manner?

If your answer is no it’s wise to begin the process of documenting tasks in preparation for delegating those which really don’t require you to complete them to a virtual sales assistant or team members.

To help you get started I’ve outline 2 simple steps.

  1. Write down tasks you do in a day and categorize them into 2 groups – Group 1 are strategic tasks which only you can do and Group 2 are tasks which a virtual sales assistant or team members could do.
  2. Begin to transfer your knowledge by documenting the ‘how to’ steps you take to complete Group 2 tasks. Documenting is the first step of preparing to train someone else to complete the task. During this process you may even identify tasks that can be eliminated or automated.


Include Standards

During the delegation of a task, it’s important to also identify clear parameters around the task eg: time frame to completion and expected level of accuracy and any other expectations about how the task needs to be completed. Setting standards against which the task will be evaluated, will help to eliminate future surprises due to lack of clarity. Setting standards also helps set up accountability for future team reviews. Remember the old adages – what gets measured improves, what gets reviewed gets done.

Choose To Trust

Part of delegating is allowing members of your team to complete the task the way they prefer. Yes the job needs to get done and we have to meet set standards, but TRUST they will hit the mark and allow them the freedom to complete the task with their method. They may not do the task exactly the way you did it but at the end of the day how the task is done is not as important as the fact that it is completed to the set standard.

Breathe, relax and let go of some of your control tendencies. Make a choice to trust your team knowing you will have the ability to evaluate against a standard and the choice to let individual goes if you truly believe they can’t complete tasks accurately.

Lastly Plan Your Vacation

As the documenting work is being completed – plan your vacation. Then put it to the test by taking a day off – then two or three days. Let your team stretch their wings and run the mission critical tasks.

Prepare for your beach day by planning today to delegate tasks to a virtual sales assistant or team members today.

Thank you for reading my post. I regularly work with Business Professionals as a Virtual Sales Assistant and write, train and speak on Lead Generation/List Building, Business Networking/Sales Lead Management/Follow Up and Business Growth Strategies/Business Development.

If you’re interested in starting the process of growing your team capabilities by delegating tasks to a Virtual Sales Assistant, start the conversation by contacting Cheryl Scoffield, The Follow Up Specialist.

Have a great week turning leads into sales,

 

 

 

 

Cheryl Scoffield The Follow Up Specialist, works with Business Professionals responsible for generating sales and the Management Team responsible for providing business development resources, as a Virtual Sales Assistant to build and grow sales. She starts the conversations and follows up with appointment setting services which put you in front of more prospects. Conversations which feed the front end of your sales funnel and start the qualification process. A process designed to filter out tire kickers and fill your pipeline with prospects ready for you to turn into new clients.

The Virtual Sales Assistant packages your expertise to create follow up which BUILDS TRUST & MAXIMIZE THE SALES POTENTIAL BURIED IN THEIR PROSPECT LIST without feeling like a pest!

Start the conversation today!

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Cheryl is the CEO of Executive Sales Support a DONE FOR YOU Business Development Sales Support Services company providing DONE FOR YOU business development and virtual sales assistant services and Kickstart Your Company providing business development training and mentoring of advanced in person and online lead generation and follow up marketing skills for individuals, companies and organizations.

Cheryl uses a co-creative methodology (a blend of strategic consultation, business development training and tactical application) to SIMPLIFY THE PROCESS of consistently following up to stay in front of prospects. The lead generation and follow up strategies she teaches and the back office technology she puts in place HARNESS EVERY LEAD to increase sales opportunities.

They’re proven to MULTIPLY YOUR MARKETING RESULTS By 9 TIMES! (that’s a proven Forrester Research statistic)